How I hit quota 17 months in a row (Never missed target)

Aaron Reeves

Oct 10 in 🚀 Announcements

(3 Minute read + bonus at the end!!!)

“How do I book more meetings fast?”

If you’re struggling to book as many meetings as you’d like, there are 2 levers you can pull:

a) Outreach: Reach out to more potential clients

b) Offer: Make your outreach more compelling to your prospects

You need an outbound system for booking meetings because without it consistently building a pipeline will be an uphill battle.

For context -

In my first year of tech sales, my outbound system drove 120+ meetings for my company.

But that’s not all.

They also drove 6 figures + in revenue won.

In this post, I’ll show you my proven system for booking more meetings to:

Find your ICP
How to know what their main focus is
How to book more meetings

Let’s get it.

The Complete Email System I Used to Book 70% of My Meetings

There are a ton of channels to use, but emails done right can be a great way to get consistent yeses.

1 week ago, we launched our overhauled email outreach module inside Outbound OS.

It covers the exact system I used to craft emails that get more opens, more replies and generate more meetings.

And it’s just 1 of the 9 foundational plug-and-play systems you get access to with our program.

If you want to maximize your commission or become a top rep - we have all the systems you need to make it work

>>> Outbound OS

But now, back to building a winning outreach strategy…

The Simple 6-Step System to Book More Meetings

Step 1: Define Your Ideal Customer Profile (ICP)

The key to a successful outreach is to know who your dream client is. Ask yourself, "Who would benefit the most from our solution and be willing to invest in it?"

Your ICP should be:

a) Relevant to your target market

b) Clearly defined with specific characteristics

A mistake many people make is targeting too broad of an audience. Be specific and focus on those who truly need your product.

❌ Targeting "all SaaS companies"

✅ Targeting "mid-size SaaS companies in the healthcare sector with 50-200 employees"

Use the past successes you've had like meetings booked or closed won deals to figure out which businesses to target.

Track it on Google Sheets / excel (or use the tracker we provide here - get the ICP tracker template)

Step 2: Develop a Detailed Buyer Persona

Once you have your ICP, create a detailed buyer persona to target. Ask yourself, "What are the pain points, goals, and behaviors of my target buyers?"

Your buyer persona should include:

a) Job titles and roles

b) Common challenges and goals

This helps tailor your outreach messages to resonate with the specific needs of your prospects.

❌ Generic messaging to all contacts

✅ Personalized messaging to "VP of Sales struggling with team productivity"

The more you resonate with the prospect.

The more likely you are to receive a positive reply.

Step 3: Build a Targeted Prospect List

With your ICP and personas in hand, it's time to build a list of potential clients.

Use tools like LinkedIn Sales Navigator, Apollo, or ZoomInfo to find the right contacts.

Ensure your list includes:

a) Accurate contact information

b) Segmented groups based on your personas

c) A specific trigger for why you are reaching out

The more specific your list is the better.

Step 4: Create Your Email Sequence

Every email you send should show "Why now?".

Our prospects receive 100s of messages every day from other sellers and internal chats.

So when we send an email we have to show why now is a good time.

That is why using a trigger is so important.

A great sequence should:

Always show why you are reaching out
Focus on their pains, not your features
Show them the cost of inaction

Try to add as much value as possible to your emails.

Send them 3rd party resources that could help, and give them free docs that can immediately help them in their day-to-day.

Step 5: Leverage LinkedIn Outreach

This is one of the best ways to stand out. There are a few best practices to help you stand out.

Your LinkedIn outreach should include:

a) A blank connection request

b) Engagement with their posts (to become a familiar face to them)

c) An initial message looking to start a conversation

Bonus: Use video to stand out in a crowded inbox.

It is rare that prospects receive personalized videos so if you send them a video focusing on their pains it can be a great way to book meetings.

We never want to connect & pitch slam a prospect.

Instead, connect, engage, and start a conversation.

Step 6: Get your dials in

Calling is the fastest way to talk to a prospect & book a meeting. Prepare a call script that addresses your prospect's pain points and clearly communicates your value.

Keep your script simple, if you need help here is how I'd make one:

a) An opener that you feel comfortable with - I love permission-based intros

b) Identify challenges

c) Tailor your pitch to their challenges

d) Close and look to book the meeting

e) Highlight the next steps

Remember, each step in this process builds on the previous one.

A well-defined ICP and persona make your list-building more accurate, which in turn makes your email, LinkedIn, and calling outreach more effective.

Inside Outbound OS, I provide plug-and-play templates for all of these components.

You'll join 35+ other SaaS sales reps who have used these exact systems to hit above their quota.

So if you're serious about booking more meetings, grow with us:

>>> Outbound OS